Chapter 13. Selling the Need for a New Strategy

As head of a business, your first objective, before undertaking a strategic review, may be to sell the need for it – to your own executives, or to your boss, head office, or the owners.

If your business is in bad shape, this may not be hard. People up and down the organization will have a sense of urgency and expect you to do something. In fact, your main challenge may be to avoid premature action, before your analysis is completed.

It may be more difficult to sell the need for a strategy when the business appears to be doing well. But meeting targets does not mean that there are no bumps in the road ahead, or that you’re doing as well as you could. That’s why private equity houses are often better ...

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